Issue 425:

  Thirty seven years. That’s right, 37 years. That’s how long The Cannata Report has been conducting its Annual Dealer Survey. Some…

Acutely aware of its recent challenges, the company is making the necessary adjustments. Above: Patrick Banno In the past, we have visited…

Above: NY Yankee Hall of Famer Mariano Rivera (third from right), joined Atlantic Tomorrow’s Office’s Jim Leyritz (and former Yankee teammate, far…

Above: CJ Cannata is joined by an all-start contingent of Sharp executives and dealers at BTA’s Capture the Magic conference in Las…

Fraser Advanced Information Systems President Bill Fraser is ecstatic that Frank G. Cannata returned for a visit after a nearly 50-year absence.…

CJ and Frank traveled to Pine Brook, NJ in early October to meet with Chris Polek of Polek & Polek, one of…

Reevaluate and revamp your recruiting strategies. Employees are quitting in droves, physically and emotionally, with no remedy in sight to stop them.…

Diversification has been key to Japan’s largest independent dealer’s growth. Above: Otsuka Shokai President Yuji Otsuka greets visitors at the company’s 60th…

The company’s Cloud Services platform takes dealers up where they belong. You know Lexmark as a leading provider of A4 and industry-specific…

When Frank G. Cannata launched that first Survey 37 years ago, his objective was to provide independent dealers with a venue to share views about their suppliers and competitors, and acknowledge the manufacturers that excel in supporting their channel partners. True to The Cannata Report’s original intent, these objectives are just as important today.

This year’s Survey had the second greatest number of responses in the history of the Survey—380, with 366 of those representing the Big Six manufacturers—Canon, Konica Minolta, Kyocera, Ricoh, Sharp, and Toshiba. The largest number of dealers were aligned with Sharp (91), Ricoh (80), and Toshiba (70). The Big Six OEM with the fewest dealers participating was Canon with 32.

Exhibits 1.1-1.4 In this year’s Survey, 697 A3 MFP lines were reported across 379 respondents (one respondent did not identify an A3…

Exhibits 1.5-1.8 Declining A3 clicks and wider acceptance of a hybrid workforce prompted by the COVID-19 pandemic have made A4 more viable…

Exhibits 1.9-1.10 To identify the manufacturers with the strongest distribution, we tracked how they ranked as a dealer’s primary and secondary equipment…

Exhibits 1.11-1.13 The percentage of dedicated dealers is on the rise (Exhibit 1.12). Two years ago, 37% of dealers participating in our…

Exhibits 1.14-1.20 Despite the lingering effects of the COVID-19 pandemic, backorders, chip shortages, and hiring and retention challenges, the dealer channel seems…

Exhibits 1.21-1.22 Since 2019 we’ve been tracking dealers with revenues of $10 million or greater, calling it the “$10 Million-Plus Club.” Prior…

Exhibits 1.23-1.25 Despite the emergence of A4 in the MPS world, standalone printers are still as relevant as ever for MPS and…

Exhibit 1.26 The pandemic and the hybrid workforce have accelerated the decline of office print. No matter who you speak with, no…

Exhibits 1.27-1.30 Throughout the pandemic, including the current post-pandemic period, which in some ways is a misnomer, we heard from various dealers…

Exhibits 1.31-1.35 Since 2019, the percentage of dealers offering managed IT services has been fluctuating between 44% and 46%, not bad considering…

Exhibits 1.36-1.38 Exhibit 1.37 shows the average number of sales reps per dealer across all manufacturers. We began presenting this data in…

Exhibits 1.39-1.40 After seeing the number of acquisitions dip considerably in 2020 compared to the previous year, acquisitions picked up again in…

Exhibits 1.41-1.45 For many dealers, diversifying their product offerings is critical to remain relevant with customers. Since 2015, we have asked dealers to identify their…

A spirit of cooperation and a mutual vision across generations positions the dealership for greatness. Above: Matthew, Matt, and Mitchell Mawby According…